Find the What, Make the Sale
Watch this week's Short Attention Span Sales Tip here.
Good morning!
Most salespeople begin prospecting by asking, “Who buys the printing?”
That seems logical. Find the buyer, gain an appointment, obtain something to quote, and begin the race to the bottom. Woo-hoo!
Perhaps we are starting with the wrong question.
Before searching for the “Who,” find the “What.”
What is the company trying to accomplish? What business challenge is it facing? What outcome does it need? What opportunity is it pursuing?
If you begin by finding the print buyer, you limit yourself to “selling print.”
Find the business objective first and you give yourself a chance to sell ideas.
The “Who” still matters.
Just make certain you understand the “What” first.
And What do you want? More sales? Good news! We know Who can help: Bill Farquharson and his Sales Vault. Go to SalesVault.pro or call 781-934-7036.
The preceding content was provided by a contributor unaffiliated with Printing Impressions. The views expressed within may not directly reflect the thoughts or opinions of the staff of Printing Impressions. Artificial Intelligence may have been used in part to create or edit this content.
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- Business Management - Marketing/Sales
Bill Farquharson is a respected industry expert and highly sought after speaker known for his energetic and entertaining presentations. Bill engages his audiences with wit and wisdom earned as a 40-year print sales veteran while teaching new ideas for solving classic sales challenges. Email him at bill@salesvault.pro or call (781) 934-7036. Bill’s two books, The 25 Best Print Sales Tips Ever and Who’s Making Money at Digital/Inkjet Printing…and How? as well as information on his new subscription-based website, The Sales Vault, are available at salesvault.pro.
